000			01724nam a22002057a 4500
999			_c2011 _d2011
005			20220316124116.0
008			220316b ||||| |||| 00| 0 eng d
020			_a9788126526383
082			_a658.81 _bCRO
100			_aCron, William L _95984
245			_aSales management: concepts and cases
250			_a10th
260			_bWiley India Pvt. Ltd. _aNew Delhi _c2015
300			_axix, 345 p.
365			_aINR _b799.00
504			_aTable of content 1. Introduction to Selling and Sales Management. 2. Strategy and Sales Program Planning. 3. Sales Opportunity Management. 4. Account Relationship Management. 5. Customer Interaction Management. 6. Sales Force Organization. 7. Recruiting and Selecting Personnel. 8. Sales Training. 9. Leadership. 10. Ethical Leadership. 11. Motivating Salespeople. 12. Compensating Salespeople. 13. Evaluating Performance.
520			_aDalrymple's Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they'll find streamlined coverage for easier readability and retention. Numerous new cases have been added and several others have been significantly updated. The majority of case studies at the beginning of each chapter have been reworked. The authors also present new and expanded discussions on sales network, customer life time value, solutions selling, marketing-sales interaction, and marketing-sales shared responsibilities. This material empowers sales managers to build a sales force, manage strategic relationships, and motivate the sales team.
700			_aDecarlo, Thomas E. _95985
942			_2ddc _cBK